Make the first offer (when you’re informed)
When you know the value range, anchor first — the opening number drags the deal toward it.
Key takeaways
- What it is: When you know the value range, anchor first — the opening number drags the deal toward it.
- Why it works: The first number becomes the reference point both sides adjust from, and adjustments are systematically insufficient, so the final figure lands closer to the anchor than to a neutral midpoint. Making the first offer lets you set that reference rather than react to it.
- Evidence: Backed by randomized trials / meta-analyses.
- Avoid: Defaulting to let the other side open out of politeness, handing them the anchor and then under-adjusting away from it.
Why it works
The first number becomes the reference point both sides adjust from, and adjustments are systematically insufficient, so the final figure lands closer to the anchor than to a neutral midpoint. Making the first offer lets you set that reference rather than react to it.
How to do it
- 1Only anchor first when you have a credible sense of the real value range.
- 2Set the anchor ambitious but justifiable — too extreme invites dismissal.
- 3Pair the number with a reason, so it reads as principled rather than arbitrary.
What the evidence says
RCT / meta-analysisAnchoring is among the most robustly replicated effects in judgment research, and negotiation studies find first offers tend to predict final outcomes.
Honest caveat: When you lack good information about value, anchoring first can backfire by revealing a low ceiling; the advantage assumes you’re reasonably informed.
Common mistake
Defaulting to let the other side open out of politeness, handing them the anchor and then under-adjusting away from it.
IX Coach helps you decide whether to anchor first and craft a justifiable opening number, so you set the reference point instead of reacting to it.
Practice this with IX Coach →